Tagged Content List

Sprint to the Finish—–It’s that time of year…
A shaky banking industry. Roller-coaster days on Wall Street. Budgets being cut. Purchasing decisions being delayed.
With that economic domino effect affecting us all as 2010 winds down, ending the year on a high note will be more...

NCAA Sales Management: Developing Winning Sales Strategy
Last week it was about golf and putting, this week after indulging in men’s and woman’s NCAA games all weekend it’s all about strategy.
In my view there are several levels of strategy to consider. First, putting the right players on the floor...

It’s Almost August-5 Steps to Finish Strong
As a strategic sales leader you need to be proactive in your thinking and actions.
By now the summer is almost over and you need to be concerned about exceeding Augusts’ quotas, achieving September’s goal and the fourth quarter sales numbers. What should...

Sales Leadership: Planning for the Second Half of the Year
Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. One of the first items we needed to address was the lack...

Preparing for 2013
Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I...

Nine Minutes on Monday
The Quick and Easy Way to Go from Manager to leader
By James Robbins
McGraw Hill
My speaking and sales leadership consulting practice causes me to work with many individuals that are experiencing situations of stress that include either learning to manage a sales team...

The Difference Between Average and Top Performers
In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though a variety of ideas I realized it maybe a common concept that ALL sales leaders must reinforce...

A Sales Manager’s Recipe: What’s Cooking in 2012?
Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also...

Sales Leadership: Time Management Tips
How to Manage a Successful To-Do List
Get in Habit of Doing a To Do List every day
Be Realistic and Aware of Your Limitations
Don’t Over Schedule Events
Allow for Time Cushions
Review Your List Every Morning
Ask yourself; “why me?” Is there...

Business and Sales Management: Planning for 2011 what you need to do!
Budgeting and developing strategy for 2011 should be near the top of your “to-do” list. Time must be taken to actively work on forecasting, developing hiring plans for the year and making sure your marketing calendar is planned out...

Sales Leadership: Cleaning Out Your Book Shelves
On Monday afternoon I found out the painters were coming on Wednesday! That meant I had time to clean out my office, shuffle furniture around and generally make room for them to paint the walls.
One of the actions I had to take was to unload three...